Senior Account Executive

This is a fully remote position, open to applicants in Connecticut, +2 more states.

📋 Description

• Take ownership and expand the New York Metro territory.

• Manage and finalize large, intricate deals involving multiple C-level and VP stakeholders at leading enterprise and cloud-native organizations.

• Establish yourself as a trusted expert on Censys's security data and SaaS platform.

• Consistently surpass activity, pipeline, and revenue goals each quarter.

• Develop and sustain a robust, accurately projected pipeline of qualified opportunities.

• Negotiate agreements that generate mutual benefits.

• Play a direct role in shaping and enhancing the sales playbook as the company scales.

• Report directly to the Area VP of Sales (East).

• Work collaboratively with Sales Engineers, Channel Managers, and SDRs.

⛳️ Requirements

• Over 10 years of experience in software sales, with at least 5 years in the cybersecurity sector.

• Proven experience selling at early-stage or high-growth companies where you contributed to building the sales motion.

• Consistent history of meeting or exceeding a quota of approximately $1M.

• Expertise in managing complex, multi-stakeholder sales cycles utilizing a solution-selling approach.

• Proficient and comfortable conducting a fully virtual/remote sales process, including delivering executive-level virtual presentations.

• Proficient in Salesforce.

• Willing to travel to customer sites in the region as required.

• Bonus: Familiarity with MEDDIC, Force Management, or Value Selling frameworks.

• Bonus: Established relationships or credibility within the PNW enterprise/cloud security purchasing community.

🏝️ Benefits

• Equity.

• Health coverage.

• Dental coverage.

• Vision coverage.

• Retirement plan with company contribution.

• Parental leave.

• Mental health and wellness benefits.

• Flexible PTO.

• Professional development stipend.

• Sales incentive pay.

• Reasonable accommodations for individuals with disabilities.

• In-person onboarding visit to Ann Arbor, Michigan.